Kenya Payments

Kenya is the canonical case of telco-led mobile money. M-Pesa — launched by Safaricom in 2007, ahead of any other telco-driven mobile money rollout anywhere — has approximately 41 million active monthly users in Kenya as of 2025. That figure exceeds Safaricom’s own mobile network subscriber base, reflecting M-Pesa’s spread across competing telco networks via agents and bank interoperability. The platform processed over USD 450 billion in transaction volume across all its markets in 2025, supports 3.1 million merchants (a 71% expansion in 2025 alone), and contributes 45.6% of Safaricom’s service revenue — M-Pesa is no longer a side-product of a telco; it is the telco’s primary value engine.

The structural reason M-Pesa dominates Kenya and failed in South Africa is the banking access gap. Kenya in 2007 had banking penetration around 25% — most adults had no formal financial relationship, so M-Pesa solved access at the population level. South Africa in 2010 had ~80% banking penetration, so M-Pesa was a redundant overlay there and reached only 76,000 active users before discontinuation in 2016. The lesson: telco-led mobile money depends on a banking access gap to fill. The Kenya–South Africa contrast is the cleanest natural experiment in payment infrastructure economics anywhere — same operator, same product, opposite outcomes.

M-Pesa — the canonical mobile money operator

M-Pesa is operated by Safaricom, Kenya’s largest telco (Vodacom-affiliated; Vodafone group). The product launched in March 2007 as a P2P mobile money transfer service and has expanded into a comprehensive financial services platform:

• P2P transfers — send money to any phone number; near-instant settlement
• Lipa Na M-Pesa — merchant payments; consumers pay via M-Pesa till numbers or paybill numbers; merchants receive funds in their M-Pesa account
• M-Shwari / KCB M-Pesa — savings and microloan products built on the M-Pesa platform via partnerships with banks
• M-Pesa Global — international remittance corridor
• B2C disbursements — payroll, insurance payouts, gig worker payments
• Agent network — cash-in/cash-out via hundreds of thousands of M-Pesa agents (small shops, kiosks, dedicated outlets) across Kenya

The merchant economy. Lipa Na M-Pesa has become the de facto merchant payment system for Kenyan SMEs. The 3.1 million merchant base expanded 71% in 2025, reflecting both Safaricom’s outreach and merchant adoption pressure as consumer cash usage declined. M-Pesa merchant fees are tiered by transaction size — typically lower than card MDR for comparable transactions but with per-transaction floors that affect small-ticket economics.

For operators: integration with M-Pesa for merchant acceptance is via the Safaricom Daraja API — open API documentation, sandbox environment, and direct integration without requiring a separate licence. Most Kenyan PSPs offer M-Pesa acceptance as a default checkout method, and developer adoption is high. For B2C disbursement use cases, the Daraja B2C API handles bulk payouts to consumer M-Pesa wallets at scale.

PesaLink — bank-to-bank instant payments

PesaLink is Kenya’s bank-to-bank instant payment rail, launched in 2017 by Integrated Payment Services Limited (IPSL) — a subsidiary of the Kenya Bankers Association. It enables real-time A2A transfers between participating Kenyan banks (Equity Bank, KCB, Co-operative Bank, NCBA, ABSA Kenya, Standard Chartered Kenya, DTB, and others).

PesaLink coexists with M-Pesa rather than competing. Banked Kenyans use bank accounts for salary deposits and savings; M-Pesa for daily payments and merchant transactions. PesaLink handles the transfers between banked counterparties (e.g., paying a contractor with a bank account). The two systems are interoperable — M-Pesa wallets connect to bank accounts via the bank app, and PesaLink-enabled bank apps can pull from or push to M-Pesa wallets. For Kenyan consumers, the practical experience is seamless movement between M-Pesa and bank-account-based payment without explicit FX or rail switching.

For operators: PesaLink integration is via bank-direct API or via PSPs with bank interoperability built in. For pure consumer-facing checkout, M-Pesa via Daraja is typically sufficient. PesaLink matters for high-value B2B flows, payroll into bank accounts (rather than M-Pesa wallets), and any flow where the recipient must receive into a bank account specifically.

KEPSS — RTGS

KEPSS (Kenya Electronic Payment and Settlement System) is the CBK-operated RTGS for high-value interbank settlement. KEPSS handles wholesale settlement and large-value clearing — the layer below PesaLink. For operators, KEPSS rarely matters for retail/SME flows but is relevant for high-value B2B settlement above PesaLink limits.

Cards — small share, M-Pesa-displaced

Card penetration in Kenya sits around 15% of adults — substantially lower than in South Africa (~80%), Nigeria, or Egypt. Visa and Mastercard handle Kenyan card flows; there is no significant domestic card scheme comparable to South Africa’s lack of scheme or Egypt’s Meeza.

Why cards never took off in Kenya: M-Pesa launched before consumer card payment habits could form. By 2010, M-Pesa had already captured the daily-payment use case that cards would otherwise have occupied. Cards in Kenya today are used for higher-value flows, international purchases, travel, and some specific merchant categories (hotels, restaurants in upmarket areas) — not for daily payments or SME transactions. Card MDR runs 2.0-3.5% for credit and 1.0-2.0% for debit — higher than typical M-Pesa merchant fees for small transactions, reinforcing the card displacement.

For foreign-issued cards (international consumers paying Kenyan merchants), Visa and Mastercard processing via Kenyan acquirers is available but secondary to M-Pesa in the merchant mix.

E-commerce — M-Pesa, COD, and cards

Kenyan e-commerce remains small in absolute terms (~USD 3B in 2024) but growing rapidly. The payment mix:

• M-Pesa: ~50-60% of digital e-commerce payments — dominant for consumer purchases
• Cash on delivery (COD): 25-35% — still significant; reflects consumer preference for verification before payment
• Cards: 10-20% — primarily for higher-value purchases and cross-border consumers
• PesaLink / bank transfer: small share for higher-value B2B

For operators entering Kenyan e-commerce, the integration priority is straightforward: M-Pesa acceptance via PSP or direct Daraja integration first; cards via Pesapal, DPO, or Stripe as a fallback for international cards; COD support for verticals where consumer preference still demands it. Major e-commerce players (Jumia Kenya, Kilimall, Glovo) all run M-Pesa-first checkout flows.

The M-Pesa spinoff debate

The Central Bank of Kenya (CBK) and the National Treasury have been pushing Safaricom for several years to spin off M-Pesa into a standalone subsidiary with its own corporate structure, balance sheet, and regulatory perimeter. The motivation:

• Financial stability concerns — M-Pesa now handles such a large share of Kenyan payment volume and financial activity that its embedding within a telco creates regulatory and prudential ambiguity
• Direct regulation — a standalone M-Pesa subsidiary would face CBK regulation as a financial institution under banking-equivalent rules, rather than as a telco product under telco-sector regulation
• Competition policy — separating M-Pesa from Safaricom’s mobile network could ease competition concerns about Safaricom’s bundled dominance

Safaricom has incrementally restructured M-Pesa’s reporting and governance (M-Pesa has been reported as a separate operating segment since 2022) but has resisted full corporate separation. The debate remains active as of 2026; outcomes will shape M-Pesa’s operational and regulatory model for the next decade.

For operators: this is a structural risk factor to track. If M-Pesa is spun off, the licensing structure, governance, fee economics, and partnership dynamics may shift materially. Integrations are unlikely to break in the short term, but the longer-term contract and pricing posture of M-Pesa as a CBK-regulated standalone financial institution could be different from the current telco-product framing.

Other mobile money — Airtel Money and T-Kash

Two smaller mobile money operators compete with M-Pesa:

• Airtel Money Kenya (Airtel Africa group): Distant second in mobile money market share. Stronger in some specific corridors and consumer segments but nowhere near M-Pesa’s scale.
• T-Kash (Telkom Kenya): Smaller still; struggled to gain meaningful traction.

The mobile money market in Kenya is effectively a Safaricom-dominated near-monopoly with M-Pesa, with Airtel and T-Kash holding low single-digit market share between them. Interoperability rules under CBK have improved cross-network transfers, but the network effects and agent network advantages remain decisively with M-Pesa.

Regulator and licensing — Central Bank of Kenya

The Central Bank of Kenya (CBK) is the prudential and conduct regulator for payment activity in Kenya. The relevant legislative framework is the National Payment System Act 2011 and CBK regulations issued under it.

Licensing categories:

• Payment Service Provider (PSP) — for entities operating payment gateways, acquiring, or payment platforms
• Mobile Money Operator (MMO) — the category under which M-Pesa, Airtel Money, and T-Kash operate
• Digital Credit Provider (DCP) — under the Central Bank of Kenya (Digital Credit Providers) Regulations 2022, regulates fintech consumer lending
• Money Remittance Provider (MRP) — for cross-border remittance operators

Foreign-operator entry routes:

• Direct CBK licensing: Kenya-registered legal entity, minimum capital, AML/CFT, governance documentation. Timeline 9-15 months.
• Local PSP partnership (most common): use a CBK-licensed PSP (Pesapal, DPO Group, Cellulant, iPay) or integrate directly with M-Pesa via the Safaricom Daraja API without separate CBK licensing for merchant-level activity
• Pan-African acquirer: Flutterwave and Paystack have East Africa coverage including Kenya; useful for operators with broader African market plans

PSP coverage

Kenya’s PSP market is shaped around M-Pesa integration as the default. The standouts:

• Pesapal (Kenyan): Local PSP, strong SME positioning, M-Pesa-first integration model
• DPO Group (Pan-African, Dubai-headquartered, owned by Network International): Larger enterprise focus across Africa, strong Kenyan presence
• Cellulant (Pan-African, Nairobi-headquartered): Cross-border B2B + consumer payments, deep across multiple African markets
• iPay (Kenyan): SME and mid-market, simpler integration
• Safaricom Daraja API (direct M-Pesa integration): Free developer access; merchants can integrate M-Pesa Lipa Na directly without a third-party PSP
• Flutterwave (Nigerian-founded, Pan-African): Kenya is a key market; strong card + M-Pesa integration
• Paystack (Nigerian, Stripe-owned): Kenyan coverage; strong developer tooling
• Stripe — limited direct Kenyan acquiring; better suited for cross-border SaaS billing than domestic e-commerce

For operators choosing a Kenyan acquiring strategy: the M-Pesa-first SME route is Pesapal or direct Daraja integration; the enterprise/Pan-African route is DPO, Flutterwave, or Cellulant; the developer-friendly modern API route is Paystack. Confirm M-Pesa Lipa Na merchant tier with whichever PSP you choose — fee structures vary by transaction volume.

For broader East African expansion strategy, the M-Pesa interoperability briefing covers how Kenya, Tanzania, Uganda, Rwanda, and other East African M-Pesa markets interconnect — a structurally important pattern for operators with regional ambitions across the continent.